Key Account Manager, Channel BU

Job Overview

TE Connectivity's Distribution Management Teams manage the sale and placement of products in the marketplace to customers, either directly through the sales force or indirectly through distributors, dealers and agents.

The team is a diverse team that works with every TE business unit to grow revenues, increase market share and strengthen relationships with approximately 500 distributors around the world. Today, revenues generated from distribution sales represent about 15 percent of total TE sales. Our team consists of nearly 600sales, pricing, marketing and customer care professionals who, along with their colleagues throughout TE, focus on providing Extraordinary Customer Experiences

Position Overview

Looking for a Key Account Manager to manage, develop and implement channel partner programs and contracts to meet organizational objectives, increase market share and profitability of products and services. This role is critical to our business strategy and has exposure to senior leaders across the company. This role provides an exciting opportunity, offering you a chance to make your mark in a large and complex organization through growing, shaping, and leading the distributors TE strategy and ensuring superior market share gain and revenue performance. As a Key Account Manager, you are a key contributor to our organization. You are responsible for driving growth, building strategic partnerships, executing key initiatives and achieving targets through your distributor partner. It’s a great opportunity to grow at TE and learn all about what our company can do to grow your career.

As a Channel / Distribution professional, you know the ins and outs of what it takes to build positive business/professional relationships and drive results both inside a large company as well as externally within distribution partners. You have a competitive drive and want to leave a legacy. You find interacting with all levels of employees exciting and challenging. You see change as an opportunity, not a detriment to your success. You look to bring Extraordinary Customer Experience to everyone you encounter, including your peers and colleagues.

Job Requirements

Responsibilities

• Represent TE and clearly articulate TE’s strategy assigned distributor/partner.

• Understand and communicate high-level strategies of relevant Business Units (BU’s) and

internally align TE’s direction with partner strategy.

• Formulate and deploy partner-aligned strategies to drive TE revenue growth, customer expansion, and market share gains.

• Ensure TE is the distributor’s supplier of choice and maintains top-of-mind awareness over competitors.

• Prepare and execute regional strategy and business plans with distributors, including goals for revenue, branch targets, scorecards, inventory, training, new product introductions, and market growth.

• Maintain strong relationships with distributor executive management (regional VPs, GMs, sales, marketing, operations) to support strategic plan execution and POS billing growth.

• Act as a liaison between TE’s channel programs, organizational marketing, field marketing, and sales to ensure cohesive execution.

• Collaborate with internal and external teams/agencies to develop and implement channel programs and materials that increase sell-through and ROI.

• Analyze and improve channel program effectiveness; provide input into forecasting and program development budgets.

• Conduct market research to identify opportunities for stronger channel partnerships and increased sales.

• Maintain influential relationships with TE BUs and ensure alignment with distributor objectives.

• Support and participate in regular business reviews at regional and branch levels with distributors.

• Implement distributor/TE management processes, including goal setting, performance tracking, and reporting tools.

• Support and execute go-to-market (GTM) strategies with distributors and BUs.

• Align with assigned partner on key, high ROI industry applications where mutual customer/product positioning can be most effectively leveraged

• Facilitate deployment of application focused targeted customer engagement between BU’s and assigned partner utilizing AFG (Application Focus Group) strategy resources

• Establish a regular cadence (monthly/quarterly) to monitor and report progress against strategic goals.

• Understand and track regional market dynamics, including application trends, technology growth areas, competitive positioning, and TE’s market share.

Key Measurements

• POP growth across all TE products for assigned distributor

• POS growth across all TE products for assigned distributor

• Inventory health for your assigned distributor

• Market share growth for assigned distributor

• Pipeline and conversion for assigned distributor

• AFG (Application Focus Group) based opportunity pipeline and conversion

• DTAM retention and growth for assigned distributor

• BU specific growth targets

• Self-development

What your background should look like

• Bachelor’s degree in business or Engineering required

• 10+ years’ experience in sales management

• Preferred background of working with electronics distributors either at OEM, Supplier, or distributor.

• Strong strategy development and program management experience and the ability to influence the direction and output of multiple cross-disciplinary teams.

• Strong interpersonal and effective communication skills, with the ability to deliver formal presentations to senior staff

• Ability to negotiate with executives at all levels of an organization is a must

• Self-directed individual who can analyze market needs and deliver strong results through sales process

• Ability to be flexible and adapt to new situations in a rapidly changing environment

• Ability to work from home office environment Effectively work across all levels of the organization and with people of diverse cultural backgrounds

• Excellent communication skills (written and verbal)

• Energetic and highly motivated

• Willingness to travel (>50%) and be effective while on the road

Competencies